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The Unspoken Sales Tool


Nonverbal communication is essential, especially since body language is 55 per cent of effective communication. Your eyes, voice, arms, hands, and full body positioning all play valuable roles in helping you build a connection with others. Furthermore, when you take note of another person’s body language, you can tailor the conversation - and salespeople can be more aware of how a potential customer is responding to a pitch.

When a prospect is making eye contact, smiling, nodding, and using open-handed gestures, they are actively engaged in the conversation and interested in what you have to say. Make sure you’re facing one another and slightly leaning in to show the conversation is important.

Even when communicating in a large group, such as during presentations, eye contact and physical acknowledgments of other people’s presence will help you connect with your audience. Or, alternatively, they’ll help you, as an audience member, have a more personal connection with the speaker.

Paying attention to body language helps everyone in business. Most importantly, it helps salespeople connect better with their contacts. More details about specific body language, and how it translates in a conversation, are in the infographic below.



[This article was originally written by Kaylee White, who works for Ghergich & Co. (Ghergich.com) and writes for SalesForce Canada. Entire text and images have been re-published, by her formal permission, from SaleForce Canada's blog - www.salesforce.com/ca/blog/2016/08/master-body-language.html.]

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